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Candidate's Name
McKinney, TX EMAIL AVAILABLE PHONE NUMBER AVAILABLESales & Marketing Leader Driving sales and profits through solution selling and alliancesStrategic leader with global experience developing people, creating unique customer value, building horizontal and cross-functional alliances, and developing top-down support to drive significant revenue and profit growth. Skilled at building and leading high-performance teams to generate sales, recalibrate for evolving conditions, and provide an outstanding customer experience. Known for building new organizations and scaling them in highly competitive environments. HIGH IMPACT RESULTSBuilt an executive coaching, management training, strategic planning, and public speaking practice focused on developing servant leadership in profit and non-profit organizations. Throughout my career, I have succeeded in selecting and developing people into better versions of themselves by aligning their talents, and purpose, to grow and bring unique value to their customers, teams, and organizations.Reinvented SonicWalls partnership with Dell, after divestiture, into an OEM business. As SonicWalls channel business with Dell declined, converted that business into an OEM partnership. Negotiated an OEM contract; assembled a Dell/SonicWall global cross-functional team to execute the conversion of SonicWall products to Dell-branded products. Co-developed a detailed resell to OEM business model conversion project plan. Launched 13 Dell-brand products and executed post-launch sales and marketing initiatives. Managed complex alliance between Brocade and Dell, altered strategy and organizational structure when Dell acquisitions changed dynamics. Dell acquired 19 companies, several of which competed directly with Brocade. Adjusted strategy and resource allocations to mitigate revenue loss, remove product and sales conflicts, and keep partnership paramount. Delivered$140M in incremental revenue.Accelerated revenue growth by expanding Dells Enterprise portfolio by securing 23 new Brocade product design-wins, generating $96M of incremental revenue for Brocade. The expanded portfolio included Data Center and Campus Ethernet switches and network adapters, that improved Dell gross margins, closed portfolio gaps, and drove incremental top-line revenue.Established Dells first Global Outsourcer Alliance organization Built a coalition of select System Integrators to create a sales enablement force multiplier. The coalition enabled each to gain a larger return for each dollar invested, expanded sales enablement reach, increased market intelligence collected and analyzed, and significantly reduce field sales conflicts. Growth Strategies Global Strategic Partnerships C-Suite Relationship Building Product Launch Sales Analysis & Forecasting Competitive Analysis Turnarounds Product Management Performance Improvement Contract Negotiations Sales Recruiting and Training Team Leadership PROFESSIONAL EXPERIENCERMC CONSULTING, LLP 2019 to PresentCXO and leadership coaching, strategic planning, management training, process improvement, and public speaking.PrincipalBuilt a coaching and business process improvement practice focused on helping leaders and teams leverage their strengths, mitigate weaknesses, and grow their competence as value-creation leaders. Recent engagements:- USA Rare Earth LLC - Interim IT leader since March 23. Managed IT services and Cybersecurity vendors, implemented digital transformation projects, authored and implemented numerous IT policies and procedures, reduced overall IT costs, provided zero-based expense forecasts, and more.- Adelia Designs, LLC - Interim CFO for film/music video/TV commercial art design company based in LA.- All Community Outreach (501 3c) - Collaborated with Toyota and implemented their Toyota Way business processes, resulting in significant Customer Service and Operational improvements.- Contracted 1x1 coaching sessions with CEO, COO, and Director level leaders. SONICWALL, INC. 2017 to 2018A $425M network security hardware and software company. Vice President, Dell Global AllianceRecruited to build and lead the companys first OEM business. Managed a global organization of 26 people. Delivered $100M+ revenue per year via Dell as the end user, Dell selling to their customers (sell-with), and Dell selling through channel partners (sell-thru). BROCADE COMMUNICATIONS SYSTEMS, INC. 2006 to 2016A $2.4B technology company specializing in data and storage networking products. Senior Director, Dell Global AllianceLead all aspects of global sales, including a staff of 63 people. Led a global team of Sales, Marketing, Product, Technical Support, Supply Chain, Legal, and Finance staff. Won 23 product design-wins that grew business from $36M in FY2007 to $397M in FY2017. DELL 1999 to 2005A $55.8B multinational provider of computer technology solutions, services, and support. Regional Sales Director, Large Corporate Accounts (2004 to 2005) Led all aspects of regional sales with a sales team of 16 salesmakers. Consistently exceeded quarterly revenue objectives, grew quarterly sales from $16M to $38M. Global Alliance Manager (2002 to 2004)Established and led the companys first global alliance organization, Established GTM partnerships with IT outsourcers (EDS, CSC, Perot Systems, ACS, and Accenture) Grew annual bookings from zero to $678M.Global Sales Manager (1999 to 2002)Established and led global sales organization focused on 34 global customers in the Chemical, Pharmaceutical, and IT Outsourcing markets with a sales team of 31 people. Grew quarterly revenue to $70M+.EDUCATIONBSBA, Accounting, Rochester Institute of Technology Veteran - United States Air Force |
